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Consultative Sales
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To become a rainmaker in your field, you must make a fundamental shift in thinking from:
- “How can I close this sale?”
to - “How can I create a relationship that will benefit me and my company in the long run?”
Of course, when you’re sitting in front of a prospect with money to spend, it’s sometimes hard to maintain that shift in thinking.
This week’s tip is advice for taking a significant step towards becoming a rainmaker by conducting one consultative sales call.
First, the next time you set an appointment with a prospect, make it clear that the purpose of your meeting is to: “figure out the best way you can accomplish your objective, even if that solution has nothing to do with what we [sell] [do].”
Second, before your meeting visualize yourself having been paid $10,000 to spend an hour helping your “client” figure out what is best for his or her company.
Third, do exactly what you’ve “been paid” to do!
I promise you, you’ll be astounded at the long-term results.
Remember: Salespeople sell, rainmakers develop relationships. (And
you can quote me on that!)
Good luck, and have a great week!
Gill
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